Stellic
Solutions Consultant
This role is hybrid/in-office preferred in San Mateo, California, with remote flexibility considered case by case.. Posted 3 months ago
The role
The Solutions Consultant acts as the technical and product authority for strategic sales opportunities. You will deliver discovery-grounded demos, manage technical conversations with higher ed IT leaders, and develop competitive strategies to win deals.
What you will do
- Build and deliver discovery-grounded vignette demos for new-logo prospects and existing partners.
- Partner with Account Executives to establish credibility and accelerate the buying process.
- Tailor demos to specific personas using relevant language and examples.
- Lead Proof of Value activities to drive buyer preference.
- Develop and maintain competitive intelligence against various software and status quo solutions.
- Own technical conversations with CIOs, IT Directors, InfoSec leads, and data teams.
- Clear IT and InfoSec objections.
- Translate integration realities into implementation narratives.
- Co-own the MEDDICC scorecard with Account Executives on deals over $100K.
- Feed product gaps and competitive signals to Product Management.
Required qualifications
- 4+ years in a Solution Consultant, Sales Engineer, or Solutions Architect role in enterprise SaaS.
- Ability to deliver story-driven, persona-specific demonstrations of complex enterprise software.
- Working fluency in the higher ed IT ecosystem including SIS platforms, integration patterns, SSO, and data warehousing.
- Strong grasp of competitive selling and building battle cards.
- Comfort engaging across altitudes from technical to outcomes-based conversations.
- Resourceful and comfortable navigating ambiguity.
- Bias toward outcomes over activity.
- Proficient with Google Workspace, HubSpot or comparable CRM, demo environments, Notion, and latest AI tooling.
- Bachelor’s Degree or equivalent professional experience.
Nice to have
- High-ed experience
- Familiarity with consultative / value-selling methodologies (MEDDICC, business case discovery, vignette demos, Mutual Action Plans, Three Whys)
- Passion for higher education and student success
About the company
Stellic is a growth stage startup that supports over 1.5 million students across 7 countries. The platform transforms the student experience by providing tools to manage degree plans and career paths.